The CallSource The CallSource Prime Solution #5:Prime Solution #5:

Cost Cost & Design, Design, Part 1Part 1

Today’s AgendaToday’s Agenda

• Your week in review• Cost of the problem• Design, Part 1• For next week . . .

YourYour week in review . . .

DiagnoseDiagnose

•Symptom identification

•Fact finding•Estimation•Prioritization•Decision to change!

QUANTIFY the costQUANTIFY the cost

•No time•No expertise•Too hard•Afraid cost is

•Too high•Too low

1.Direct numbers

2. Indirect numbers

3.Lost opportunities

Three ElementsThree Elements

Cost QuantificationCost Quantification

• ““Have you had a chance to put a Have you had a chance to put a number on . . . ?”number on . . . ?”

• ““What does your experience tell What does your experience tell you . . . is costing?” you . . . is costing?”

• ““Can you give me a ball park Can you give me a ball park number as to what . . . costs?”number as to what . . . costs?”

Cost PrioritizationCost Prioritization

• ““How does . . . Compare to the How does . . . Compare to the other issues you’re dealing with?”other issues you’re dealing with?”

• ““Does it make sense to go after a Does it make sense to go after a solution to . . . at this time?” solution to . . . at this time?”

• ““When you consider all the other When you consider all the other issues on your desk, where does issues on your desk, where does ____ fall?”____ fall?”

Design: The goal is to get the sales professional and customer working

together to identify the optimal solution to the problems that were

uncovered and quantified in the Diagnose phase - even if it involves

alternative solutions offered by competitors. This phase is the "dress

rehearsal" before the final presentation is made. It is here that many salespeople make the mistake of becoming an unpaid consultant.

Design Phase GoalsDesign Phase Goals

• Find the BEST solution.

• Manage expectations of our cast of characters.

• Determine methods and alternatives for achieving desired outcomes.

• Specify investment levels and timing.• Create & align the solution.• Minimize risk of change to customer.Minimize risk of change to customer.

What does the What does the desired state look desired state look like – after the like – after the problem is solved?problem is solved?

•QuestionsQuestions•QuestionsQuestions•More More Questions!Questions!

DesignDesignIn Design, we In Design, we

specify and confirm specify and confirm the customer’s the customer’s

preferred outcomes preferred outcomes and decision-and decision-

making criteria;making criteria;

We We DO NOTDO NOT present present solutions!solutions!

Design – 3 RisksDesign – 3 Risks

•Process riskProcess risk• Implementation & Implementation &

operationoperation

•Performance riskPerformance risk• Outcomes Outcomes

producedproduced

•Personal riskPersonal risk• Is it working?Is it working?

Next class: 3/13/06Next class: 3/13/06

• Re-read pages 94 – 99 & 172 – 177 of The Prime Solution.

• Re-read pages 127 – 144 of Mastering the Complex Sale.

• Write FIVE cost questions with drill down.